What do you know and how much does it matter? A QCA/NCA study of knowledge and supplier performance

PurposeGrounding on resource orchestration theory, this paper aims to study the relationship between the way buying companies use their supplier performance measurement systems and the performance improvements obtained from suppliers, with relationship trust identified as a mediator in the previous link.Design/methodology/approachThe authors design a conceptual model and test it through structural equation modelling on a final sample of 147 buyer-supplier responses, collected by means of a dyadic survey.FindingsResults suggest that the buyer company may achieve the most by balancing a diagnostic and interactive use of the measurement system, as they are both positively related to supplier performance improvement. Furthermore, relationship trust acts as a mediator in case of the interactive use, but not for the diagnostic. This type of use negatively affects relationship trust, due to its mechanistic use in the buyer-supplier relationship.Originality/valueThe authors’ results contribute to the current academic debate about supplier performance measurement system design and use by analyzing the impact of different supplier performance measurement system uses, and highlighting their relative impact on relationship trust and supplier performance improvement. From a methodological perspective, adopting a dyadic data collection process increases the robustness of the findings.

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An Examination of the Nature of Trust in Buyer–Seller Relationships

Journal of Marketing ◽

10.1177/002224299706100203 ◽

1997 ◽

Vol 61 (2) ◽

pp. 35-51 ◽

Cited By ~ 205

Author(s):

Patricia M. Doney ◽

Joseph P. Cannon

Keyword(s):

Theoretical Model ◽

Cognitive Processes ◽

Supplier Selection ◽

Theoretical Framework ◽

Purchase Intentions ◽

Supplier Performance ◽

Several Variables ◽

Integrate Theory ◽

Selection Decision ◽

The Impact

The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These processes provide a theoretical framework used to identify antecedents of trust. The authors also examine the impact of supplier firm and salesperson trust on a buying firm's current supplier choice and future purchase intentions. The theoretical model is tested on data collected from more than 200 purchasing managers. The authors find that several variables influence the development of supplier firm and salesperson trust. Trust of the supplier firm and trust of the salesperson (operating indirectly through supplier firm trust) influence a buyer's anticipated future interaction with the supplier. However, after controlling for previous experience and supplier performance, neither trust of the selling firm nor its salesperson influence the current supplier selection decision.

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Supplier Performance Evaluation for Manufacturing Industries: Re-exploring with Big Data Analysis

Communications in Computer and Information Science - Advances in Computing and Data Sciences ◽

10.1007/978-981-10-5427-3_53 ◽

2017 ◽

pp. 516-526

Author(s):

Purnima Matta ◽

Akash Tayal

Keyword(s):

Big Data ◽

Performance Evaluation ◽

Data Analysis ◽

Big Data Analysis ◽

Manufacturing Industries ◽

Supplier Performance

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Supplier evaluation: The first step in effective sourcing

Journal of Transport and Supply Chain Management ◽

10.4102/jtscm.v7i1.87 ◽

2013 ◽

Vol 7 (1) ◽

Author(s):

Kateřina Pikousová ◽

Petr Průša

Keyword(s):

Performance Evaluation ◽

Supplier Evaluation ◽

High Quality ◽

Supplier Performance ◽

Evaluation Matrix ◽

Evaluation Techniques ◽

Selection Of

The evaluation and selection of suppliers are important tasks in any organisation. Each organisation needs to have a supplier evaluation matrix or model in place. The goal of this article is not only to give an overview of supplier performance evaluation techniques but also to present an example of such a supplier evaluation matrix used in practice. The article shows that suppliers’ qualities, strategies and abilities affect a buying company’s business. Reliable suppliers can help to develop stabile, long-term relationships that will be beneficial to both parties. Effective sourcing and purchasing require high-quality suppliers.

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